Are LinkedIn sales leads getting harder to come by? Precision customer development is being upgraded

For many salespeople who are engaged in overseas market development,LinkedIn has always been an important channel for finding customers.

especially inIn the B2B industry, many companies use LinkedIn to find overseas buyers, business leaders, channel partners and industry decision-makers. Compared with traditional cold calling or email development, LinkedIn's biggest advantage is that it can understand the customer's background in advance and judge whether the customer meets the target through company information, job information and industry trends.

But as more and more sales teams enterLinkedIn, customer development is getting harder.

Many salespeople have similar experiences: they spend a lot of time every day searching for customers, adding contacts, and organizing information. In the end, they find that there are not as many customers who can really communicate with them as they thought.

The problem is notLinkedIn does not have customers, but a large number of sales leads that have been collected without effective screening.

Some contact positions have changed, some company information has expired, and some users may appear to be qualified but are not actually purchasing decision makers.

So, now overseasB2B sales are undergoing a clear change: from the pursuit of more contacts in the past to the gradual shift to improving the quality of sales leads.

LinkedIn has a lot of customers, but not many truly valuable leads

Many just started doing itSalespeople developed by LinkedIn tend to regard "number of contacts" as development results.

For example, a salesperson added5,000 LinkedIn friends, the data looks very beautiful.

But after entering the actual follow-up stage, you will find that thisNot every one of the 5,000 contacts has commercial value.

Some people are just ordinary employees and have no purchasing decision-making power; some people's positions have changed and they are no longer responsible for related businesses; and some companies belong to the target industry, but their scale and demand do not meet the sales direction.

If the sales team doesn’t screen this information ahead of time, it can result in a lot of time being wasted on low-quality leads.

forFor B2B sales, the most valuable resource is not the number of contacts, but the time that sales staff can devote to effective customer communication every day.

If it takes several hours every day to determine whether the customer information is authentic and the contact information is valid, the entire sales process will be slowed down.

WhyLinkedIn sales leads need further sorting

LinkedIn itself provides a large amount of public information, which is also an important reason why it is popular for overseas sales.

Salespeople can find potential customers based on industry, company size, position, etc.

butThe information provided by LinkedIn is more about solving the problem of "who to find" rather than the problem of "whether this customer is worth developing".

For example, an industrial equipment company wants to develop the German market and hopes to find the person in charge of procurement of local manufacturing companies.

Salesperson passesAfter searching on LinkedIn, you can find a large number of people with relevant positions.

However, these contacts require further judgment:

whether they are still in the position;

whether their contact details are available;

Does their business fit the target market?

These data compilation work determines the efficiency of subsequent sales development.

The problem for many businesses is not that they have no leads, but that they have a large number of unprocessed leads.

high qualityWhat characteristics should LinkedIn sales leads have?

truly valuableLinkedIn sales leads do not simply satisfy "having a name, a company, and a position."

More importantly, whether this contact has the value to continue development.

For example, if you are an overseas purchasing manager whose company matches your product positioning and whose contact information is valid, the value of such a contact will be significantly higher than that of ordinary browsing users.

For sales teams, lead quality often depends on several factors.

The first is customer match.

Salespeople need to find the people who are actually likely to generate demand, not everyone involved in the industry.

Second is the quality of contact information.

If customer information cannot be reached, no matter how accurate the customer information is, it will not be able to enter the sales process.

The last thing is the freshness of the data.

Overseas companies have a rapid turnover of personnel. If you use data that has not been updated for a long time, it is easy to reduce development efficiency.

therefore,LinkedIn sales lead management is no longer just about collecting lists, but also requires data screening and optimization.

fromFrom the LinkedIn list to the closed customers, what is missing is the screening link.

The development process of many sales teams is usually:

Pass firstLinkedIn finds customers, organizes contact information, and assigns salespeople to follow up.

This process seems fine, but many teams ignore the intermediate data screening process.

Suppose a team passesLinkedIn has accumulated 30,000 overseas contacts.

If these contacts are assigned directly to sales staff, sales will be faced with a large amount of unprocessed data every day.

They need to judge for themselves:

Which customers are worth contacting;

which numbers are unavailable;

Which contacts are no longer possible for cooperation.

This approach not only reduces sales efficiency, but also affects the team's overall conversion.

A more reasonable way is to screen these leads before the sales staff formally follow up.

Filter low-quality data first, then let salespeople focus on developing truly valuable customers.

This is why more and moreB2B companies are beginning to pay attention to LinkedIn sales lead cleaning.

How Digital Planet HelpsLinkedIn lead screening

In the overseas customer development scenario, Digital Planet is a platform focusing on global number and social account screening, which can help the sales team processCustomer resources acquired by LinkedIn.

For example, a foreign trade company passesLinkedIn seeks overseas clients.

After several months of accumulation, the sales team may have tens of thousands of contact information, but it is impossible to determine which customer contact methods are still in normal use.

At this time, the sorted contact numbers can be imported into Digital Planet and effective contact information can be screened through batch detection.

For example, the sales team starts fromLinkedIn finds corporate contacts in the United States, the United Kingdom, Germany and other regions, and after sorting out the corresponding numbers, it can detect the number status through Digital Planet and filter out unusable data in advance.

In this way, when the sales staff follow up, they will face the screened customer resources instead of a large number of unreachable contacts.

For those who need to go overseas for a long timeFor B2B development teams, Digital Planet can also help organize data from different sources, such as LinkedIn contacts, overseas number resources, social account resources, etc., to make the customer database cleaner.

Simply put,LinkedIn helps salespeople find potential customers, while Digital Planet helps sales teams determine which contacts are worth their time.

Precise sales leads are changing the way overseas customers are developed

In the past, many sales teams thought of customer development as a matter of growing their list.

Add more contacts, send more messages, get more exposure.

But as competition in overseas markets increases, this approach is losing efficiency.

Because the core of customer development is not to contact more people, but to contact people who are more likely to cooperate.

a filtered1,000 sales leads may be more valuable than 10,000 unprocessed contacts.

Now more and more overseas sales teams are beginning to pay attention to data quality and hope to manage customer resources in a more refined way.

LinkedIn is still an important platform for finding overseas customers, but what really determines the effectiveness of development is the subsequent data processing capabilities.

if you are looking forFor LinkedIn sales lead screening, overseas customer development, number detection and customer data sorting solutions, you can try using Digital Planet to help the sales team improve the efficiency of overseas customer development through LinkedIn contact screening, number validity detection, batch data processing and other functions.

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